SPEAKER_00 0:00

Buying businesses or selling businesses or creating some sort of impact. Yeah, the the that change is messy, but that's why we're here. That's the problem we solve, is we create a lot of clarity in that change and give options and put it on the table for them.

SPEAKER_01 0:19

All right, everybody. Welcome to another episode of Connections That Matter, where we have great conversations with Northern Colorado's best networkers. Today I have a no-co networker celebrity. We got Ian, who is the head of Sure Networking, head of sector partnerships, and a great financial wealth advisor as well.

SPEAKER_00 0:38

Yeah.

SPEAKER_01 0:39

So uh Ian, tell us a little bit about what you do.

SPEAKER_00 0:43

Wow. Um I serve people. I like I enjoy things that raise the tide. So if I can get into a project that's gonna help people, I I usually want to get my hands on it in some way. But ultimately, I'm helping people with their money. I'm helping them grow what they've created and then getting ready for uh whatever's next. Whether that's could be, oh boy, it could be retirement, it could be exiting a business, it could be getting into a new business interest. Um it really depends on where they're at, where they're trying to go. We just help them get there.

SPEAKER_01 1:15

How is the inflection points, right? Because I think people think about the the big moments, um, having a kid, getting married, uh starting a business, selling a business, maybe getting that first big promotion. Um, or is it more granular? Is it is it like um day-to-day, year-to-year kind of stuff?

SPEAKER_00 1:34

Yeah, it it depends on the person, right? We you really got to meet people where they're at. So if if they're in their day-to-day granular business and we have the tools and resources to help them, we're gonna step up and help them. Uh would much rather go after those big events, though. Uh yeah. Yeah, if if somebody's gonna be retiring or exiting a business, that's a wealth event, right? They've they're no they're changing from accumulation to distribution, and that change itself is is a is a masterful if done correctly, if planned correctly, like done with a strategy.

SPEAKER_01 2:08

Uh well, I I would imagine if somebody is stable, there's not a lot of change, there's steady growth as a as an advisor, you can really do a lot with that, right? You can put them on long-term trajectories. On the flip side, uh let's say things are volatile. I'm selling businesses, I'm buying businesses, I I'm moving, now I got a different job over here and a different plan over here. Also, might need to lean on an advisor in those situations as well.

SPEAKER_00 2:36

Yeah. Uh in fact, I prefer the latter. I like working with basic accumulators, the W-2 employees getting their their 401ks and their IRAs filled up, those are great. Uh, but uh, people who are actually creating significant change, like you say, or buying businesses or selling businesses or creating some sort of impact, yeah, the the that change is messy. But that's why we're here. That's the problem we solve is we create a lot of clarity in that change and help give options and put it on the table for them. Because I mean, if you don't know that there's money on the table, well, then you you never knew you left money on the table. Where we come in and show you, well, here, now there's two options to take money. Which one do you want? I think that sounds a lot more attractive.

SPEAKER_01 3:21

Sure. Yeah. Really cool. I uh it was recently at founded in Foco. Uh uh, you were on the speaker list and we're talking, yeah. We're talking about silos though. So for those who weren't in attendance on that awesome session, um, share a little bit about what you talked about.

SPEAKER_00 3:37

Oh boy, thanks. Um yeah, founded in Foco. That was a fun speech. So that the speech was called uh Silos to Strategy. And boy, how much time do we have? It really comes down. If I highlight the whole speech, it comes down to there's there's pockets of information, uh, strategies, uh, resources, just things that people can use that they just don't know are even there. Um I think a prime example is that most people don't know that they need to have a basic relationship with a banker. I that is the most basic relationship with a big thing.

SPEAKER_01 4:16

Not a bank. They don't need to have a bank, they need a relationship with a banker, a human being.

SPEAKER_00 4:20

Yeah, an actual relationship. Yes. Um, if you're going to build wealth, the banker's probably one of the first people you should know. Because they're the ones that are going to help you. They that's their job is to help you build that wealth. A lot, you know, just like an advisor helps you invest that wealth and build it faster, their job is to help you build it right out of the gate. Uh, if you have nothing or less than nothing, their job is still to help you build it. Uh, so that's been phenomenal. Just showing people that you gotta have these relationships. Um, yeah. Anyways, so we bring these these silos of relationships in uh on the site. Uh, the website, so the the website is nocofsp.com, and uh it is going to be a general pool of financial resources for those who are maybe needing basic budgeting or how to get out of debt to buying their first home, uh, all the way to how do I exit my $200 million company? Right? These are all financial problems, they're just two different sides of the coin. And so we all we need to have these resources available because you'd be shocked how many uh people just don't know where to go. Um, prime examples like my own mother. While this is in my speech, my own mother uh she's past now, but she she was a a serial entrepreneur. I would see her start businesses. Uh she would go out, create an amazing business, start creating all this income, uh, and then not know how to take profit. Doesn't know how to draw profit on. So when the when the going is good, she she would do well and then could cover when times were rough. Problem was times would get rough and competitors would come in and swoop her and take her out of business. And I'd see it over and over. Um, and so it became very passionate for me to help those who are trying to just get their traction, right? If you're you're finding a little bit of success, now what do you do with it? Right? If some competitor comes in, they'll crush you. So, how do we build this success faster? How do we plan, how do we plan a successful house? How do we receive the success that we're we're trying to attract? Um, and that's what that's that whole speech was about. How do we bring all that together?

SPEAKER_01 6:36

Well, why don't you think that people come together naturally? Uh why do the silos exist and what are you doing to help break them up?

SPEAKER_00 6:47

It's a tough to say why the silos exist. I think it's just the system in in in its course, right? It's just the way it's been working. Um but if we can bring them together, we're gonna solve, I think, enormous issues around northern Colorado. Um so one one way that we're kind of doing this, and this is not a financial sector partnership thing. This is a different tide-raising event. So in Greeley, um, there is a major gap for youth sports, or for youth in sports, I should say. Uh there's a rec system, it's great. They uh they sell out all the time. And guess who's left out? Those who don't have the money to get there. They don't have the they don't have the transportation and they don't have the funds, right? So we've decided, we and a few others have decided to put together a program that uh that now offers after school sports for all fourth and fifth graders in Greeley. So all 19 schools now offer after school sports. Uh we're talking like a thousand plus kids getting free access to coaching, uh equipment. Sorry if I'm bumping the mic, uh, equipment, all the other fun stuff. Um, but we're paying teachers enough money uh to help out what's worth their while um to coach these kids. And it's incredible. And that that's the kind of impact we want to see.

SPEAKER_01 8:06

Well, youan, one thing with watching you is you you take leadership around the people coming together. Um, you are you're speaking at founded foco. There's really like more, not just being a good wealth manager, wealth advisor, but uh being a thought leader in the space um and putting energy into becoming the solution. Um, you know, I'm interested in the think of business owners who are trying to differentiate themselves in their market from their competition. Uh, but it takes some courage and some guts to put yourself up and out there um like you do. So what advice would you have for an entrepreneur who's wanting to set some differentiation?

SPEAKER_00 8:46

What advice do I have for an entrepreneur that wants to set some differentiation? Uh be bold right out of the gate. Uh if you see 10 other people doing it, probably do something else, right? I I think that's the best thing we can do. And then I boy your job is to serve others as a business owner. So just do that as the best you can, right? Like go after your clients like you're going after your wife, or you would have gone after your wife when you were wooing her. Hopefully, you're still going after her like that.

SPEAKER_02 9:23

Yeah.

SPEAKER_00 9:23

But go go after your clients hard. This is a relationship. Uh, I don't know other people's businesses, but my business is a 30-plus year long relationship. Sure. And so that is a very serious thing to get into. Uh, we absolutely go after each other like we're wooing that person because I want to know if I want to be with that person for 30 years, if I really want to see them every month or every three months or whatever, we see each other. Um, but yeah, be bold and go after it. Like, what what do you got to lose? If you're already at zero, what do you got to lose?

SPEAKER_01 9:56

Staying at zero, I think. Right. Yeah. Yeah, it doesn't get worse. But uh, you do a lot of networking too, like uh the sure networking, of the uh strength of Windsor now, which is taking off and uh having some and uh like you mentioned the financial sector partnership, but in the analogy of like pursuing somebody like you would, uh your spouse, like in a referral relationship, you're getting set up on dates. Um what it what it uh what insight or what has worked to help receive referrals or be someone who gets those connections that come into you? Yeah.

SPEAKER_00 10:32

That's uh for me, that's a sensitive space. I I don't give out referrals. I I bring referrals in.

SPEAKER_01 10:40

Okay. So net exporter, you're you're you bring in you attract them in.

SPEAKER_00 10:45

I I well I what I mean by that is I bring them into the meeting. And so there's no there's no risk of losing that sale. Yeah. Right. So it's much easier. Otherwise, I make great connections. And that thing's a key is how what kind of quality connection can you make for somebody? Uh making a connection is always, I think, the goal of networking, right? But then how how what's the quality of the connection that you can actually bring? I don't want to be connected to everybody. I I can serve everybody, it doesn't mean I want to, and so I don't want to be connected to everybody, but I want to be connected to the to the right people. And I those people that can make high quality connections are the ones that I'm most attracted to, and so that's what I want to be when I'm networking. Um and so that's that's what I'm looking for. When I'm talking to somebody, I'm trying to draw out what's the connection can I make? Right? Like, how can I serve this person immediately so they want to reciprocate back with me?

SPEAKER_01 11:44

There you go. Yeah. Well, I love that filter of like, hey, I'm purposely choosy. Uh, I'm purposely going after those people that make those high value connections. Because I think a lot of people treat networking like a numbers game, like the social game. Yeah. Yeah. Um, so Ian, one thing that I see you do when you're when you're networking is um you're really specific about who you're going after and uh who is the right introduction for you. Um, but you're in a pres you're in a position of leadership. There's a lot of people that are coming through your events, there's a lot of people that are um trying to get access to you. Yeah. How do you filter the people that you let in get in that closer inner circle?

SPEAKER_00 12:28

Boy. Not many get into the close inner circle. Um if we're talking like the bros that have my back kind of inner circle, yeah. That's a tough, tough position for anybody to get into. Now, I am always willing to let everyone be a 10 when I meet them. Meaning, like you are a child of God, you are perfect as you are, um until you ruin it for me. Yeah. Otherwise, you're a 10, right? You're you're exactly the person I want you to be because you are the person you're supposed to be. And so as long as I go at that with that mindset, I'm happy to go and meet with them, talk to them, network with them. Now, do I want to do business with them or with everyone? Probably not. Right. And so I do have to ask some early questions that help filter those people which way I send them. And if they want to work with me, great, we can talk about that. But typically, if they're not a good fit, I'm gonna push them to some friends that I do work with that are other advisors that can handle them just fine. Um, and I'm on a limited supply of time. And so I take 10 clients a year, and I do have to be very selective about what those 10 are. Now we've just added some capacity to expand that a little bit, but uh um we're raising fees, like it's getting more expensive because the demand is getting higher, which is kind of fun. So yeah, it we have to set hard boundaries about who we take on and what we do for a business on a business sense. When it comes to networking, happy to network with people, happy to sit down, have a conversation. Um, I do find myself though wanting less of those conversations.

SPEAKER_01 14:12

Okay.

SPEAKER_00 14:13

And I think it's a maturity thing of networking. I've I have gone full steam networking for five years. Uh I probably went harder than most. And I learned I I learned a lot and I built it, I learned a lot about marketing and branding and and how to get your name through a system really fast. Um I also learned that there's just there's just a lot of people that are not there to lift you up. And I don't uh so that you have to draw some lines, and that's people rely on their on networking like it's going to save their business and their life. And then I'm sorry, it's not going to save that. It is a tool. Uh it won't save your business. Yeah. I cannot do it. Um, nor can the people in the network save your business. Um, so kind of a long answer, but that's that's where I'm at.

SPEAKER_01 15:03

No, I think it's good. And I think it honors the people, like you said, 30-year relationship where I'm working with these people. So if I choose you, you gotta know that I'm gonna give you my absolute best for decades. And the right the so by you being careful about who you partner with, really honors the people that you do. Right. I'm curious about the people that are in that level and the networking that happens at that level. Um, and how is that different for your business than maybe some of the more service level stuff?

SPEAKER_00 15:37

The networking at that level. Could you define that level?

SPEAKER_01 15:40

Yeah, like somebody you've built in a row, like who can open up, maybe it's uh um you've been working together for 10 years, you have that trust, um, that recommendation that would come to you or you would go to them is based on personal experience, uh, where you feel the core values, or the bros that are like your ride or dies, they have you uh they've been through your business. Um do you get different connections from them? Is it more deeper conversations? Like, what does it feel at that higher level?

SPEAKER_00 16:15

The highest level referrals are the easiest ones. It is like I get a call from like a CFO of a company that's a friend of mine. He's like, Hey, I got a buddy that needs life insurance, he needs a million, hook him up. Cool, all right, here we go. It's already done, right? It's the same kind of referrals I get, it's just a shut door referral. Um, thanks for thanks. Uh at the level we're talking, probably that most people network, like if you're talking like maybe maybe uh BNI or an uh other pay groups, I can't think of what they are.

SPEAKER_02 16:47

Sure.

SPEAKER_00 16:48

Um say like yours, you you have an amazing group. Um the networking there is is different. The referrals are far different. They're uh I see referrals come through and some stick, some don't. Um people are aren't as skilled at selling my business at that level as they are at a at a higher level. Yes, that makes sense. Um and vice versa. And I don't I don't know a lot of other people's businesses that well either, nor can I sell it that well. And so the referrals, that's why I don't do the referrals at that level. I do connections. I won't call it a referral because it's not. This is a this is just a warmed connection. I think they need your services, I think you have the right stuff. Um, but we have a couple meetings and that's it of relationship, so it's not that deep. It's just not, right? Yeah. Um, some people it does go immediately deep though. That connection and it rocks. I'm sure you know the feeling. And uh, there's some people that I've I've had an hour-long conversation with, and I will send them everybody based on the things they said and how they presented themselves. And um, I have no problems after that. And there's other people that still gotta earn it. Like, and totally and so what I do, what I do personally is I will go through a month long or excuse me, a year-long monthly meetings with people for them to see if they'll even stick around. Because they say they want these relationships. Now you gotta show up.

SPEAKER_02 18:20

Yeah.

SPEAKER_00 18:20

Right. And I I get like a 90 some odd percent fail rate of people that say they want this, but they can't show up.

SPEAKER_01 18:27

Well, talk is cheap. This is what they say, right? Yeah, yeah.

SPEAKER_00 18:31

It's uh yeah, it's fun times. Fun, fun way to explore people and relationships and build what networks and see what actually works.

SPEAKER_01 18:40

I think you touched on something that was really interesting, is some people have just a level of influence and over the people in their lives where if they say, Hey, you need to do something, the people are like, Okay, obviously I will, because I trust you with anything. With your, you know, if you if you are suggesting it, it's going to be a good idea. Um, that having those kind of people who are endorsing you is so powerful. Um, but not everybody has that gift. There's some people who make a suggestion, don't move people the way those others do. Um, and from what I've seen of you, your your recommendations are like that high influence. Um how if you were coaching somebody who in business about how to become more persuasive, how to become more influential, what tips would you give?

SPEAKER_00 19:33

More influential and more persuasive, what tips would I give? Put the other person first. Just serve. Like it is if you sit there and listen to someone and you care about what they're saying more than what you're selling, um I think hands down you will you'll absolutely crush it. That's probably the best tip I can give is to serve. Just serve well. Um that that service will has to get spread. People want to talk about that stuff. They want to brag about great service, they want to talk about big wins or amazing relationships. So why not be that?

unknown 20:15

Yeah.

SPEAKER_00 20:15

Very cool. Yeah.

SPEAKER_01 20:16

Well, let's talk about service because I see you serve in the Sure Networking. Yeah. Um, and you know, I've only been attending recently, but great events. Um, but what I what I love about what you're doing is you're leveling up leaders within that community that are taking some of that ownership, that are really loving having being more of a feature part of your community. Right. Um, talk to me about the evolution of Sure Networking and uh where you see it going.

SPEAKER_00 20:42

It has evolved a lot. So that was my creation, what, five years ago, when I had a I was super new to everything, this business networking. I was a total introvert, didn't know what I was doing. But I was going to these events and I was so tired of going to everybody else's events, and I'm like, this is dumb. Like, why don't I just create one and make everybody come to me? Yeah. And sure enough, I had the first one and it worked. And 20 some odd people came, and I'm like, okay, this is cool. Let's do it again. And it worked, and it just kept working. Um and then it stopped working. It's weird. It it became this thing because it was about me and what I could get out of it. Interesting, right?

SPEAKER_01 21:27

Yeah.

SPEAKER_00 21:28

Uh, and then so it stopped working, so I shifted. I said, okay, cool, I'll just make it about my friends and the people that are coming. And uh so we started advertising the people that are showing up. And surprise, people love that. Yeah, wow, people love a free gift and a free gift of advertisement and like right and a stage to speak and share your story on. And I was like, wow, that that is when the magic happened, is when we made it about everybody else. Uh, and then we start adding nonprofits and say, okay, well, we got the stage, we have all these businesses. With all these nonprofits that need that connection, let's give them a stage. And so I think we were one of the first to have like a monthly nonprofit every time come and share what they're doing. And we're not raising money for them. We're a free networking group, right? But we're we're giving them a stage in front of 50 or 100 different business owners to share their story, make and ask, or whatever it is they want. Um yeah, it's been incredible. And then every year we've been giving back uh like through the food bank. Um you you came last yeah for that.

SPEAKER_01 22:35

That was a great networking experience. We were doing something that's selfless but with somebody else. Yeah, exactly.

SPEAKER_00 22:43

That was also my in my selfish brain. I was like, I'm gonna get pictures right before the holiday of me doing good so I can blast it all over Facebook, right? Look how cool I am. You guys should work with me. That doesn't work that way, right? It come to find out the food bank absolutely loves it. They they they ask us to come back every year. They're they're like, please, we want more of this. Can you bring us more people? Yeah, can you do more free labor? Uh yeah, so every year we're gonna come back and we've done it four years, we'll be on our fifth year this year. Uh it's exciting stuff, right? Like, get to serve people in the most unique ways while networking.

SPEAKER_01 23:23

Yeah, yeah. Well, Ian, this has been an awesome conversation. I really appreciate you sharing and letting uh people into the, you know, what happens at those inner circle kind of things. Um, if people want to come network with you at Sure Networking or do a one-to-one, maybe they want to be one of your 10 clients uh uh this year. How is the best way to get a hold of you?

SPEAKER_00 23:44

Oh boy. The best way to get a hold of me could be through our website at rlfarmerws.com. That's like for wealth strategies. Yeah. Or they could email me at Ian at rlfarmerws.com. Um yeah, I'm happy to answer questions and be a resource for people. I love talking finance. And I we do this all the time, whether there's it's a credit or lending or investment or uh even just basic budgeting and savings, like these are the conversations we want to have, we want to be sharing and educating people. Um, you know, as as the co-chair of the financial sector partnership, that's absolutely one of our major initiatives is to go and educate as many people as possible. Um, and so we want to get in front of business owners, nonprofits, um, everybody, right? Schools, everything. We want to connect businesses to schools. So if any businesses are having are in finance, preferably, and they want to educate high schools, universities. We have the access to connect them. It's incredible.

SPEAKER_01 24:46

Yeah. Yeah. And then if somebody wants to come to Sure Networking last Wednesday of the month, uh, how do they find where those are posted?

SPEAKER_00 24:53

Boy, we only post on Facebook. So we're only lacked there. And it's a private group. So you have to find it. It's it's an orange and yellow sun-ish, says Sure Networking. You can look it up. Uh, if you request to be a member, I'm sure somebody will let you in pretty quickly. Uh, there's an email list. If you know somebody that's going, you can ask them to take you because it is free and it's open to the public, but we keep our membership private online.

SPEAKER_01 25:16

It's uh like speake speakeasy vibes. You gotta you gotta know somebody to get access to it. There you go. Well, uh, maybe we'll we'll we'll you you know you know a podcast host that could get you in. So if you're interested in that, uh reach out to me and I'll see you at Assure Networking. But Ian, this has been great. Thanks for uh for for sharing. And uh we'll see you around either the sector partnership, strength of Windsor, Assure Networking, or uh around Northern Colorado. Right on. Well, thank you for having me. I appreciate it. Hey all, thanks for watching. I love networking and building relationships with other Northern Colorado business leaders. So if you want to come meet some of these podcast guests, meet me or meet some other amazing entrepreneurs in Northern Colorado, I would love to have you attend one of our next events. Uh go in the podcast description. There's a way so you can see our upcoming schedule. And maybe you could be a future podcast guest as well. Thanks.